Strategic Account Representative

Sales Rep (Strategic Accounts)

Location: Varies, US remote
Travel: Up to 40–50%

Role Overview

Couchbase is seeking a Strategic Account Executive to own and grow a portfolio of our largest, most complex enterprise customers. This role is designed for a senior individual contributor who thrives in long, consultative sales cycles, builds deep executive relationships, and consistently drives expansion within strategic accounts. You will act as a trusted advisor to customers while partnering closely with internal teams to deliver business-critical solutions across cloud and on-prem environments.

Key Responsibilities

• Own and execute a Strategic Account Plan for a defined set of named enterprise accounts, aligned to Couchbase’s go-to-market strategy and growth objectives.
  
  
• Drive new business, expansion, and retention within Fortune 1000 and other strategic customer relationships.
  
  
• Manage complex, multi-threaded sales cycles from pipeline generation through negotiation and close, leveraging MEDDIC or equivalent sales methodologies.
  
  
• Build and maintain strong C-level and senior stakeholder relationships, positioning Couchbase as a long-term strategic partner.
  
  
• Collaborate closely with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams to deliver differentiated solutions and exceptional customer outcomes.
  
  
• Develop and execute pipeline creation and expansion strategies, leveraging customer ecosystems, events, cloud partnerships, digital channels, and developer communities.
  
  
• Accurately manage and forecast pipeline, ensuring strong data integrity across Salesforce and sales tooling platforms.
  
  
• Partner with leadership and act as a quarterback for internal resources, ensuring alignment across teams and successful execution against account objectives.
  
  
• Stay current on the Couchbase platform and competitive landscape, articulating clear business value across both cloud (SaaS) and on-premise deployments.
  
  
• Represent Couchbase with professionalism and credibility in high-stakes customer engagements, negotiations, and executive briefings.
  
  

Preferred Qualifications

• 6–10+ years of enterprise or strategic software sales experience as an individual contributor.
  
  
• Proven track record of exceeding quota in complex, high-value enterprise sales environments.
  
  
• Experience selling into Fortune 500 / Global 2000 accounts, navigating procurement, security, and multi-stakeholder decision processes.
  
  
• Background selling cloud, SaaS, database, or infrastructure technologies, ideally business-critical platforms.
  
  
• Strong command of enterprise sales methodologies (MEDDIC, Challenger, or similar) and disciplined opportunity management.
  
  
• Comfortable engaging with executive buyers and technical stakeholders, translating technical capabilities into clear business outcomes.
  
  
• Experience co-selling with partners, cloud providers, and system integrators is highly valued.
  
  
• Highly organized, self-directed, and accountable, with strong time management and forecasting discipline.
  
  
• Thrives in a fast-paced, growth-stage environment, with a builder mindset and passion for customer success.
  
  
• Willingness to travel up to 40–50%.